[Remote] SLED Enterprise Account Executive (Northern California)

Note: The job is a remote job and is open to candidates in USA. Abnormal AI is the world’s fastest-growing cybersecurity company dedicated to making the cloud a safer place for business. The Enterprise SLED Account Executive is responsible for managing relationships and transactions within SLED accounts across Northern California, focusing on driving sales and ensuring customer success.ResponsibilitiesSell Abnormal AI solutions to SLED agencies with the goal to overachieve new annual recurring revenue quotaWork Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customerProspect and generate new business opportunities within Enterprise Accounts to supply enough pipeline for them to hit sales targetsWork with Customer success to ensure a timely renewal and expansion sale opportunitiesContinually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenueSkillsDemonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing SLED accountsProven track record of success closing new Account Logos, while also cross selling/ upselling and growing the existing customer accountSkill in negotiating with large organizations and closing complex salesProven performer with consistent over quota performance and/or top 5% of sales orgConversant in key areas such as security, email, cloud, AI, etcExperience selling subscription software/SaaS to CISOs and security personnelSuccess at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)BS/BA degree or equivalent work experience preferredDisciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referralsAbility to uncover / discover customer problems painsAbility to present and demonstrate value based on customer pain pointsAbility to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing qualityAbility to continually maintain data accuracy and consistency for all accounts & opportunitiesAbility to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholdersAbility to extract, document and organize lessons, knowledge and information about customersAbility to close and maximize the ARR of Enterprise accounts. Ability to guide internal stakeholders through their own internal buying processesGrit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizationsGood understanding of how to leverage other departments including Sales Engineering, Marketing, SDRs, Product and Customer SuccessCandidate must live in territory (Northern California)BenefitsBonus or incentive compensationEquityA comprehensive benefits packageCompany OverviewAbnormal AI is the leading AI-native human behavior security platform. It was founded in 2018, and is headquartered in Las Vegas, Nevada, USA, with a workforce of 1001-5000 employees. Its website is https://abnormal.ai/.